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Pricing Done Right
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Pricing Done Right
by Tim J. Smith
Pricing Done Right
Preface
Company J versus Company K
Acknowledgments
CHAPTER 1: The Value-Based Pricing Framework for Getting Pricing Done Right
Embedding the Culture of Value-Based Pricing
Overarching Pricing Decision Areas
Analytical Routines
Decision Teams
CHAPTER 2: Value-Based Pricing
The Purpose of Firms: Serve Customer Needs Profitably
Value Engineering
Value-Based Pricing
Differential Benefits
Differential Price
Exchange Value to Customer
Design Costs against Price to Profit
References
CHAPTER 3: Business Strategy Alignment
Business Strategy
Customers
Competitors
Company
References
CHAPTER 4: Pricing Strategy
Price Positioning
Price Segmentation
Competitive Price Reaction Strategy
Pricing Capability
References
CHAPTER 5: Price Management
Market Pricing
Price Variance Policy
Price Execution
Pricing Analysis
CHAPTER 6: Defining the Pricing Decision Team
Marketing
Sales
Finance
Pricing
References
CHAPTER 7: Pricing Continuous Improvement and Analytics
Continuous Improvement Process
Offering Innovation and Pricing Decisions
Price Variance Policy Continuous Improvement
Market Pricing Continuous Improvement
References
CHAPTER 8: Organizational Design of the Pricing Specialist Function
Pricing Community Distribution
Pricing Reporting Structure
Pricing Talent
References
CHAPTER 9: A Decision You Control
References
Appendix A: Economic Origins of Competitive Advantage
Appendix B: Getting Pricing Done with Jesse Finch Gnehm of GE Oil & Gas
The Value-Based Pricing Journey
Context of Subsea Systems within GE
Pricing Community Cultivation
Focal Contributions of the Pricing Experts
Pricing Framework
Pricing Analysis Techniques
Price Automation and Analytical Tools
External Resources
Appendix C: Getting Pricing Done with Robert Smith of Eastman Chemical Company
Pricing Organizational Design
Pricing Mission
Pricing Functional Architecture
About the Author
Index
EULA
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